A common experience for entrepreneurs is that they have an outstanding product or service that their existing customers love. But their pipeline/lead-generation process seems to be constantly empty. Many believe if they build it, customers will come. In the current, saturated digital market, having a top-notch product/ service doesn’t guarantee success; the biggest problem has nothing to do with the quality of your work; it lies instead in lead generation & prospecting processes, as well as follow-up methods.

According to HubSpot, over 60% of marketers are struggling with generating traffic and leads, i.e., the number one challenge for them. If you are having problems generating leads or getting traction for your business, you may need to look past your service delivery and evaluate all of your systems/processes internally.

The Myth of Passive Lead Generation.

Many businesses rely solely on word-of-mouth referrals to generate leads; while referrals can provide you with high-quality leads; they are also unscalable and unpredictable. Therefore, in order to build a consistent pipeline, you will need to put into place a proactive lead-generation process to supplement those leads coming from referrals. 

In order to effectively generate leads for your business, you must implement a multi-channel approach which may include; content marketing, targeted ads and marketing outreach. According to HubSpot research, companies with a defined marketing strategy are far more likely to generate consistent and qualified leads. Even so, most businesses make the mistake of spending their entire marketing budget focused on ‘top-of-the-funnel’ activities and are unaware of what happens after the prospect has shown interest in your business.

Addressing the Leak: CRM Lead Management

When you are receiving clicks but not getting any sales, your “leaking bucket” may very well be due to your follow-up process. This makes crm lead managing your biggest asset for growing your company. Leads are perishable; as they sit in your system with no response, their chances of converting continue to evaporate.

When you implement a strong crm lead management solution you:

• Leave No Lead Behind – You have instantaneous notifications sent out automatically to your team when a new lead enters your database.

• Nurture the Leads Personally – You can monitor how a lead has interacted with your content and create follow-ups that relate directly to the things that spark their interest.
• Make Decisions Based on Data – You will be able to see the channels that are bringing you the greatest return on your investment.

Lead Management: Professional vs. Manual Methods

Most company leaders try to record and analyse their growth with spreadsheet software and general folders in their email programs. With a growing company, performing lead management manually is guaranteed to be messy.

If you use professional lead generation services & an automated way to manage your leads, you’d be able to categorise them based on their “appetite to buy.” Instead of cold-calling every new lead, your sales team can use their time energy on working with “hot” prospects, who want to close deals immediately while the system’s automation nurtures the “warm” leads while they wait.

Client Management for Small Business: Long-Term Approach

Internal growth is not about creating new relationships but about maintaining existing ones. Proper small business client management begins as soon as a prospective lead is collected and continues after they become a customer.

According to HubSpot, it costs about five times more to gain a new customer than it does to keep one. As such when your sales and service departments’ data are combined, the client’s “hand-off” to the other department is seamless. When a client believes that you have a thorough understanding of his/her needs from the very start of your communication, he/she will stay with you for years to come as your client.

Conclusion

A great way to get the best customers for your company is to provide it with a service worth getting. If your sales are stuck, it might not be that the product has to be developed more, but rather that the infrastructure needs to be improved.

Bexcod can offer you the lead generation services and operational support necessary to convert cold prospects into loyal customers for life. Our services can help you eliminate all of the barriers that may exist between you having a great service and being able to operate at scale, efficiently, and successfully. Instead of unsuccessfully attempting to generate leads, start managing the growth of your business more effectively.

Schedule a call with our experts at Bexcode to evaluate how your current Lead management services and CRM lead management systems are functioning, and where small improvements could unlock consistent growth.